Mike Weinberg

“Salespeople are famous for lack of discipline and losing focus. They attempt to call on an account (once), but don’t get anywhere. Instead of sharpening their weapons and continuing to attack the same strategically selected targets, they turn and pursue a new set of prospects. This constant change of direction becomes their death knell because they never gain traction against the defined target set.”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

“My dad continually reminded salespeople that their main job was to help the customer win. When you speak the account’s language and frame the sales story around what is most meaningful to the client, you stand out from the competition. Customers see you differently because the words you choose demonstrate a commitment to their success.”
― Mike Weinberg, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development